WIITT Selling

Send us Fan Mail This series is focused on cold calling openers that work! How to qualify a prospect? How to not sound salesy? How to get the prospect to open up? How do I start a cold call without triggering defensiveness?  Want the fast fix, in two 30‑minute sessions I will work with you to stop pulling and start joining so you can start winning sales. Send me an email to jeffrey@wiittselling.co...

Send us Fan Mail This series is focused on cold calling openers that work! How to qualify a prospect? How to not sound salesy? How to get the prospect to open up? How do I start a cold call without triggering defensiveness?  Want the fast fix, in two 30‑minute sessions I will work with you to stop pulling and start joining so you can start winning sales. Send me an email to jeffrey@wiittselling.co...

Send us Fan Mail We go deeper into how a Sales Manager can become a Deal Coauthor and why taking over the deal from the rep based on IWOT or a past failure kills the deal your advisor is trying to win today.   If you’re losing winnable deals or getting blindsided late in the process, grab time with me using the link below I’ll walk you through the WIITT™ shift that has helped hundreds of founders,...

Send us Fan Mail Sales Managers hit a capacity ceiling. Deal Coauthors rocket past them with deal velocity and desired outcomes The Deal Velocity Series is a three‑episode on the identity, science, and system behind high‑trust, high‑clarity, high‑velocity selling. Because the fastest way to increase deal velocity isn’t pressure.  It’s clarity. It’s not heroics.  It’s co‑creation. It’s not rescuing...

Send us Fan Mail How many of us say that we are problem solvers or helpers? Do customers just wait to make a purchase until they hear from the hero problem solvers? It's time to take a look at shifting our identity to align with how customers revere their most trusted sellers and surprise they don't see us as the hero of their story.  If you’re losing winnable deals or getting blindsided...

Send us Fan Mail Top reps listen actively. Does anyone know what that means? Actively listening for the aha moment? That is a Deal Breaker. What are you listening for? Is it for you or for them? If you want to be a better listener this is the podcast you must hear before your next sales interaction.  Schedule your appointment to learn more: Wiitt Selling - Sales Process, Sales Techniques, Selling...

Send us Fan Mail Happy Valentines Day 2026! This episode looks at how AI uses your biases that result in lost sales and disconnecting with your customers and how to get back into their story.  If you’re losing winnable deals or getting blindsided late in the process, grab time with me using the link below I’ll walk you through the WIITT™ shift that has helped hundreds of founders, salespeople, and...

Send us Fan Mail Securing a $7M sale over 5 years and pumping the brakes on part of the implementation was the right thing to do but that was not exactly how the company saw it at first. This episode is about when to speak up and how to speak up when sales leadership asks you to do something you are not comfortable doing. Being silent and being strategic and what happened in both situations.  If y...

Send us Fan Mail Are you getting ghosted, losing deals and having to justify why they did not buy from you? Perhaps you fell into the Deal Breakers - Buzzword Buffet instead of understanding what is important to them and why it matters your presentation dazzled them with Buzzwords you thought differentiated you and your product.  This episode will help you understand why your customer stayed with...

Send us Fan Mail Pharma reps calling on the physician office make the same mistakes over and over again and this episode shows you how to avoid them. Online Appointments #wiittselling #sales #pharmaceutical  Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal...

Send us Fan Mail A Deal Breaker isn’t just a mistake. It’s a mindset, habit, or piece of sales dogma that feels normal or even “best practice,” but actually sabotages trust, discovery, and urgency. It’s not a one‑off slip — it’s a pattern that consistently derails deals. It’s not obvious to the rep — it often sounds smart, disciplined, or motivational. It’s always seller‑centric — it pulls the rep...

Send us Fan Mail A Deal Breaker isn’t just a mistake. It’s a mindset, habit, or piece of sales dogma that feels normal or even “best practice,” but actually sabotages trust, discovery, and urgency. It’s not a one‑off slip — it’s a pattern that consistently derails deals. It’s not obvious to the rep — it often sounds smart, disciplined, or motivational. It’s always seller‑centric — it pulls the rep...

Send us Fan Mail How to build rapport? How do you strategize what to say and when to say it? Do you talk about the weather? Do you search for common ground? This episode flips the question around and helps you understand how to build trust. jeffrey@wiittselling.com #wiittselling #Sales #selling Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losin...

Send us Fan Mail How to prove ROI? Just saying prove is so seller centric and it positions the customer as someone that needs convincing. If this is your tactic you are already losing. You only have so much time with a customer and instead of trying to prove anything you should try to understand What Is Important To Them and Why It's Important To Them. Jeffrey@wiittselling.com #wiittselling #...

Send us Fan Mail How to speed up the sales cycle? How to create urgency? Salespeople are asking the wrong questions what they should be asking is what did I miss? How does this potential customer define their Problem, Priority, Proof and Payoff? jeffrey@wiittselling.com #wiittselling #selling #sales Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop...

Send us Fan Mail How do you differentiate yourself from the competition? Maybe that's the wrong questions you should be asking.  Instead ask what is important to your customer for this project/decision?  When you focus on differentiation you lose focus on what is important to the customer about this problem and how do they want to solve it? jeffrey@wiittselling.com #wiittselling #sales #selli...

Send us Fan Mail Does price ever come up in your sales discussions? How else would the buyer acquire your solution to their problem if you don't have a price? The problem most sellers have is that they think the customer is pushing back on the price and this episode dispels that myth and gives you ways to understand how to be better at understanding what is important to them and why when it c...

Send us Fan Mail How do you pitch to your customers? What is important about the pitch? How can you make sure they listen to your pitch? Let's reframe from pitching which is like convincing and use a mindset that is reflective of how people buy products today. This episode gives you a better perspective in how to communicate your product or service with the buyers who you are communicating wi...

Send us Fan Mail What are your best opening lines for prospecting? This episode reframes that question so you can anchor your opening in the buyer's world instead of yours. Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers. Deal Breakers: Custo...

Send us Fan Mail In this episode we take a look at the search - Best questions to ask a prospect? Guess what it's not what you should be asking or the way you are asking it in order to understand what is important to the buyer and why it is important. We reframe this and give you the tools you need in order to achieve sales success.  Deal Breakers gives you the lens to see the deal the way th...

Send us Fan Mail How to overcome objections? Is this really the right question? Are you going to war with your potential customer? Are you debating with them or in a courtroom? If not, you will want to hear why this is the wrong question to ask if you want to sell your product to anyone. This is the episode that will help you change from frustration to fun in your sale career whether you are a new...

Send us Fan Mail How to close deals faster is not about pressure, it's about co-authoring. This episode helps you reframe urgency and provide a road map to a more accurate pipeline. jeffrey@wiittselling.com Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of D...

Send us Fan Mail This is the first part of an 11-part series that is designed for #founders and #newtosales or for people who are veterans in sales. Once I uncovered the top 10 searches that salespeople put in for 2025, I started entering in those questions and what I discovered was shocking. The garbage that is being shared as great questions for salespeople to ask is so bad I had to do something...

Send us Fan Mail This episode shows how you lose the sale when you leave the buyers story. Salespeople search for how to close a sale, how to prospect, how to build trust and yet they lose because they looking for anything other than What Is Important To Them - the customer. It's not about phrases to say or trending industry words or AI it's simple. You lose trust when the buyer is not b...

Send us Fan Mail In this episode we look closer at the old terms used in selling to understand what the research says about them and why these should be updated to move from being in a daily grind and battle to winning more sales simply through shifting your terms used with customers. Why call the person who answered the phone a gatekeeper instead of a pathfinder? Gatekeeper is setting up for a ba...